sales distribution management 2005 martin khan n.
Download
Skip this Video
Loading SlideShow in 5 Seconds..
Sales & Distribution Management (2005) Martin Khan PowerPoint Presentation
Download Presentation
Sales & Distribution Management (2005) Martin Khan

Loading in 2 Seconds...

play fullscreen
1 / 15

Sales & Distribution Management (2005) Martin Khan - PowerPoint PPT Presentation


  • 293 Views
  • Uploaded on

Sales & Distribution Management (2005) Martin Khan. Instructor Abdel Fatah Afifi MA&T, MBA, BA, ACPA, CPT 1 st Semester 2009/2010. Chapter 10. Salesmanship and Sales promotion. Concept. The success of salesmanship is dependent on three major factors: Personality of the salesman,

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about 'Sales & Distribution Management (2005) Martin Khan' - zenia-morse


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
sales distribution management 2005 martin khan

Sales & Distribution Management (2005)Martin Khan

Instructor

Abdel Fatah Afifi

MA&T, MBA, BA, ACPA, CPT

1st Semester 2009/2010

chapter 10
Chapter 10

Salesmanship and Sales promotion

concept
Concept
  • The success of salesmanship is dependent on three major factors:
  • Personality of the salesman,
  • Product Knowledge, and
  • Psychology of the People.
personal qualities of a successful salesman
Personal Qualities of a successful salesman
  • There are a number of qualities that make up the personality of a salesman.
  • If an inquisitive young man is aspiring to become a successful salesman, he should develop his personality along the following lines:
  • Physical Qualities
  • Psychological Qualities
  • Social Qualities
  • CharacterQualities
personal qualities of a successful salesman1
Personal Qualities of a successful salesman
  • Physical Qualities
    • Sound health and physique
    • Alluring posture
    • Good appearance
    • Voice
personal qualities of a successful salesman2
Personal Qualities of a successful salesman
  • Psychological Qualities
    • Social Qualities
    • Amazingalertness
    • Rich imagination
    • Risingresource-fullness
    • Confidence
    • Enthusiasm
    • Initiative
    • Keen observation
personal qualities of a successful salesman3
Personal Qualities of a successful salesman
  • Social Qualities
    • Extrovert
    • Conversationalability
    • Poise
    • Courtesy
    • Tact
    • Cooperation
    • Good manners
personal qualities of a successful salesman4
Personal Qualities of a successful salesman
  • CharacterQualities
    • Maturity
    • Courage
    • Sincerity
    • Determination
    • Integrity
    • Loyalty
    • Industry
sales promotion
Sales Promotion

Definition

  • Sales promotion is a direct and immediate inducement that adds extra value to the product, so
  • It promotes the dealer distribution or ultimate consumer to buy the product.
sales promotion1
Sales Promotion

Components

  • Sales promotion consists of a variety of company sponsored promotional activities that supplement both advertising and personal setup. These activities are impersonal and can be directed at industrial buyers, intermediaries or consumers.
  • Sales promotion consists of marketing activities other than advertising, publicity and personal selling, that stimulate consumer purchasing and dealer effectiveness, such as displays, shows and exhibitions, and various other non-recurring selling efforts not in the ordinary routine.
sales promotion2
Sales Promotion

Used for:

  • Sales promotion is used for short time periods to overcome immediate hurdles. While,
  • Advertising normally is used for long term objectives such as awareness or for reminder purposes
  • Sales promotion is used for increasing current sales.
promotion planning
Promotion Planning
  • The manager responsible for sales promotion has to be a professional, for every time he writes a letter, he is engaged in some form of sales promotion.
approach to sales promotion
Approach to sales promotion
  • There are five different market categories in which sales promotion is used, namely:
  • Industrial selling
  • Selling to wholesalers
  • Selling to retailers
  • Selling to consumers
  • The selling of services
material used in sales promotion
Material Used in Sales Promotion
  • Advance premium (is a gift before the sales)
  • Bill enclosures (are small pieces that are mailed in the same envelope with the monthly statement, Brochure, Catalogue, etc.)
  • Counter display (covers a wide variety and quality of top-of-the counter displays)
  • Demonstration means (public use of the product such as making and serving coffee from a coffee maker)
  • Give aways (items of small value packed together with the merchandise, such as a measuring spoon given with Chavanprash).
  • Handbills (printed pieces usually distributed by hand to be passed on within a certain marketing area).
  • Pamphlets (small booklets often used for educational or instructional purposes).
  • Premium (an article of merchandise used as an extra inducement to buy another product.
  • Trade fairs (exhibitions open to trade only for a certain period of the day, while open to the public at a different time of the day.
  • Sales promotion, should be interrelation and compatible with the entire distribution system of the company.
basic requirements of sales promotion
Basic requirements of sales promotion
  • Identifying the basic requirement (identify the need of sales promotion as to why this campaign is being undertaken).
  • Identifying the right promotional program.
  • Role of a salesman
  • Role of the dealers
  • Launching and follow up campaign
  • Tuning of the campaign (Seasons, Festivals, New year, or other special events of national and local interest should be kept in mind).
  • Coordination with other elements of promotion